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Marketing orientation and its determinants : an empirical analysis

Avlonitis, George and Gounaris, Spiros (1999) Marketing orientation and its determinants : an empirical analysis. European Journal of Marketing, 33 (11/12). pp. 1003-37. ISSN 0309-0566

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Abstract

While a strong association between marketing orientation development and company performance has been established, the understanding of the marketing orientation remains unclear since some studies have suggested a philosophical nature for marketing orientation and some other studies concluded that marketing orientation represents a behavioural notion. As a result of this antithesis, research has not proceeded in the investigation on the factors that determine the degree of marketing orientation development. A study shows that marketing orientation should be conceptualised synthetically since it represents the integration of a certain culture with specific behaviour. It closely examines the major determinants of marketing orientation development. Although exploratory in nature, the study suggests that marketing orientation development is determined by company-specific, as well as by market-specific factors with the former having a facilitating effect and the latter a coercive effect.

Item type: Article
ID code: 41004
Keywords: marketing orientation, determinants , empirical analysis, Marketing. Distribution of products
Subjects: Social Sciences > Commerce > Marketing. Distribution of products
Department: Strathclyde Business School > Marketing
Related URLs:
Depositing user: Pure Administrator
Date Deposited: 03 Sep 2012 14:36
Last modified: 03 Sep 2012 14:36
URI: http://strathprints.strath.ac.uk/id/eprint/41004

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